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        Mark Smith's Analyst Perspectives

        In an analyst perspective at the beginning of this year I wrote that sales organizations must step beyond conventional wisdom to generate the best outcomes. One such step is to invest in software that delivers immediate value to manage sales and be efficient in its operations. Our latest research on sales organizations finds that inconsistent execution (53%), scattered information (48%) and limited visibility (42%) are motivating investment to improve sales. At CompCloud, its annual conference,...

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        Topics: Big Data, Sales, Forecast, Operational Performance Management (OPM), Sales Commission, Sales Compensation, Analytics, Business Analytics, Cloud Computing, Business Performance Management (BPM), Financial Performance Management (FPM), Insights, Quotas, Sales Performance Management (SPM), Xactly

        At the Informatica World 2014 conference, the company known for its data integration software unveiled the Intelligent Data Platform. In the last three years Informatica has expanded beyond data integration and now has a broad software portfolio that facilitates information management within the enterprise and through cloud computing. The Intelligent Data Platform forms a framework for its portfolio. This expression of broad potential is important for Informatica, which has been slow to...

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        Topics: Big Data, Master Data Management, Operational Performance Management (OPM), Business Analytics, Business Intelligence, CIO, Cloud Computing, Data Integration, Data Management, Informatica, Business Performance Management (BPM), Customer Performance Management (CPM), Financial Performance Management (FPM), Information Applications (IA), Information Management (IM), Information Optimization, Product Information Management, Sales Performance Management (SPM), Supply Chain Performance Management (SCPM), Workforce Performance Management (WPM), application

        I recently attended the 2014 global analyst summit in San Francisco hosted by Pitney Bowes, an old technology company (now in business for 94 years) that has a new focus in its software along with an entirely new executive team. These leaders unveiled a business and technology strategy meant to demonstrate the company’s commitment to software. For many years it has been known mostly for mail services and postage metering, but Pitney Bowes also has made investments in software that can help...

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        Topics: Big Data, Social Media, Operational Performance Management (OPM), Pitney Bowes, Business Analytics, Business Intelligence, Cloud Computing, Location Intelligence, Business Performance Management (BPM), Customer Performance Management (CPM), Information Applications (IA), Information Management (IM), Sales Performance Management (SPM), Supply Chain Performance Management (SCPM)

        Few sales organizations realize their full potential, partly because they don’t execute well. We urge organizations to move beyond conventional wisdom in how they think about executing sales processes and have placed methods for making improvement to sales execution at the center of our research on sales in 2014. In our recent research on sales forecasting almost half (44%) of sales organizations said they have impediments that are motivating management to consider further investment in sales...

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        Topics: Sales, Salesforce.com, Operational Performance Management (OPM), Qvidian, Sales Coaching, Sales Force Automation, Business Analytics, Cloud Computing, Sales Performance Management (SPM), SFA

        Sales forecasting is an essential process for most businesses. It helps guide the efforts not only of the sales function but also of finance, operations, manufacturing and customer service. Our recently released sales forecasting benchmark research reveals significant insights and best practices that can help companies optimize the effectiveness of this process. I recently wrote that most sales organizations need to make significant changes to the way they do sales forecasting. In that analyst...

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        Topics: Sales, Operational Performance Management (OPM), Sales Forecasting, Business Analytics, Business Intelligence, Cloud Computing, Information Applications (IA), Sales Performance Management (SPM), SFA

        Our latest benchmark research into the market for location analytics software finds significant demand for location-related technology that can improve business outcomes and generate relevant information for various types of users. (Location analytics is an extension of business analytics that can enhance the sophistication of data and processes by adding a geographic context.)  My last analyst perspective on this topic discussed the business value of insights based on geography and what...

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        Topics: Big Data, Social Media, GIS, Location Analytics, Operational Performance Management (OPM), Business Analytics, Business Collaboration, Business Intelligence, Cloud Computing, Location Intelligence, Operational Intelligence, Business Performance Management (BPM), Customer Performance Management (CPM), Data, Financial Performance Management (FPM), Information Applications (IA), Information Management (IM), IT Performance Management (ITPM), Sales Performance Management (SPM), Supply Chain Performance Management (SCPM)

        At Oracle’s recent cloud computing analyst summit in sunny Palm Springs, the company’s executive team insisted that it sees clear skies for its efforts in cloud computing. The summit was led by senior executive Thomas Kurian, who runs the entire product organization and reports directly to CEO Larry Ellison. He affirmed that Oracle intends to offer the full range of cloud computing – public, private and hybrid models – to its customers and partners. As one of the world’s largest software...

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        Topics: Big Data, Database, Microsoft, SaaS, Social Media, Software as a Service, Middleware, Operational Performance Management (OPM), Oracle Cloud, Business Analytics, Business Collaboration, Business Intelligence, Cloud Computing, IBM, Oracle, Business Performance Management (BPM), Customer Performance Management (CPM), Database as a Service, Financial Performance Management (FPM), Information Applications (IA), Information Management (IM), Sales Performance Management (SPM), Supply Chain Performance Management (SCPM), Verizon, Workforce Performance Management (WPM)

        Adding geographic and location context to business information enables organizations to develop fuller understanding and optimize the activities of people that use the information. We call this location intelligence, and to achieve it requires location analytics, which focus on that context where the processing and presentation of geography and spatial aspects of data are utilized. Analysis of geographic information can provide business insights that help organizations make better business...

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        Topics: Big Data, Customer Analytics, GIS, Location Analytics, Operational Performance Management (OPM), Analytics, Business Analytics, Business Intelligence, Cloud Computing, Location Intelligence, Operational Intelligence, Business Performance Management (BPM), Customer Performance Management (CPM), Financial Performance Management (FPM), Information Applications (IA), Information Management (IM), IT Performance Management (ITPM), Sales Performance Management (SPM), Supply Chain Performance Management (SCPM), Workforce Performance Management (WPM)

        In today’s highly competitive sales environment, where success depends on meeting the specific needs of buyers, an accurate and timely sales forecast is a critical tool for optimizing business outcomes. I discussed this as part of our 2014 research agenda for sales, noting that linking the forecast to commissions, quotas and territories is a requirement for success. We recently completed new benchmark research on sales forecasting to ascertain the state of the processes and technology sales...

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        Topics: Big Data, Sales, Operational Performance Management (OPM), Sales Forecasting, Sales Operations, Business Analytics, Business Collaboration, Business Intelligence, Cloud Computing, Business Performance Management (BPM), Customer Performance Management (CPM), Financial Performance Management (FPM), Information Applications (IA), Information Management (IM), Sales Performance Management (SPM), SFA, Supply Chain Performance Management (SCPM)

        In the near future, technology will be something we wear or attach comfortably to our bodies. Wearable computers have been evolving for some time, and while that might seem futuristic to the uninformed, in the technology industry it is rapidly becoming real. This trend is important for businesses to note, as our business technology innovation research shows that it is very important to more than half (56%) of organizations to find methods to use technology innovation to support both business...

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        Topics: Big Data, Social Media, HCM, Human Capital Management, Operational Performance Management (OPM), Wearable Computing, Business Analytics, Business Collaboration, Business Intelligence, Cloud Computing, Operational Intelligence, Business Performance Management (BPM), Customer Performance Management (CPM), Information Applications (IA), Information Management (IM), Sales Performance Management (SPM), Supply Chain Performance Management (SCPM), Talent Management, Workforce Performance Management (WPM)
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        • Ventana Research’s Analyst Perspectives are fact-based analysis and guidance on business, industry and technology vendor trends. Each Analyst Perspective presents the view of the analyst who is an established subject matter expert on new developments, business and technology trends, findings from our research, or best practice insights.

          Each is prepared and reviewed in accordance with Ventana Research’s strict standards for accuracy and objectivity and reviewed to ensure it delivers reliable and actionable insights. It is reviewed and edited by research management and is approved by the Chief Research Officer; no individual or organization outside of Ventana Research reviews any Analyst Perspective before it is published. If you have any issue with an Analyst Perspective, please email them to ChiefResearchOfficer@ventanaresearch.com

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